If you’re still banking on getting multiple offers over asking, it’s time to hit reset. That whirlwind seller’s market has come and gone—and the numbers make it clear.

 

At the moment, nearly half of the homes on the market are selling for less than their asking price, according to the latest numbers from Cotality.

 

But that’s not all bad news—even if it might feel that way at first. The truth is, the crazy pace we saw over the last few years was never sustainable. The market needed a breather, and the data shows that’s exactly what we’re seeing now.

 

This graph, pulled from Zillow data, shows how things have changed over time:

 

• 2018–2019: About half of homes sold below asking—that was pretty normal.

• 2021–2022: Only around 25% sold under asking, driven by record-low rates and sky-high demand.

• 2025: We’re back to about 50% selling under asking, which is actually much closer to what’s typical for the market.

 

As the market shifts back to normal, getting your pricing strategy right matters more than ever.

 

Not long ago, you could list your house a little high and still have buyers lining up. These days, though, buyers have more choices, tighter budgets, and a lot less urgency.

 

These days, your asking price can make or break your sale—especially in those first two weeks. That’s when the most serious buyers are watching. If you miss the mark during that window, interest drops fast. Once a listing sits too long and starts to feel stale, it gets a lot tougher to sell at your asking price.

 

Sellers who hang on to old expectations often face price cuts, lowball offers, and extra time sitting on the market. But the ones who get today’s reality? They’re still coming out on top.

 

That stat about 50% of homes selling under asking also means the other half are going for asking or above—when they’re priced right from the start.

 

So, what’s the best way to set yourself up for success? Start with these three steps:

 

1. Get your house ready. Take care of those key repairs and small touch-ups before you hit the market. The better your home shows, the better your chances of selling at—or even above—your asking price.

 

2. Price smart from the start. Don’t base your number on what homes nearby are listed for—look at what they’ve actually sold for. Lean on your agent to help you set the right price from day one.

 

 

If you want your home to sell for asking—or maybe even above—you’ve got to plan for today’s market, not the one from a few years back. And that’s where having a stand-out local agent makes all the difference.

 

 

So, let’s take a look at what buyers in our area are actually paying right now. With the right local insight and a smart strategy to stand out in those first two weeks, you’ll set yourself up for success.